INSTRUCTIONS: Using AT LEAST 300 words per response (not including your reference list), respond to the following questions using materials provided and Scholarly sources as references. PLEASE INCLUDE PAGE NUMBERS1. Think of an important or expensive product or service you purchased recently. Describe the cognitive decision process involved in your recent purchase. Of the three categories of consumer decision making, cognitive, habitual, or affective, which kind did you use and why?2.Discuss the role function of a family financial officer. What might a marketing firm do to discover who the FFO is in a family? What strategies might be used to reach this person? Why is the role of the FFO changing over time?3. Discuss the two dimensions that determine whether we will react positively or negatively to a purchase environment? Could these apply to the online purchase environment as well? Explain.4. What are LOHAS? What would LOHAS think about green marketing and why? What would they think about greenwashing? Discuss one company you associate with green marketing and then discuss one you are skeptical of due to greenwashing.

You are expected to use some of the six principles of persuasion (reciprocity, scarcity, authority, consistency, liking, and consensus or social validation) when drafting your persuasive pitch to Mrs. Gonzales; use as many as you can, but a minimum of three (3). IMPORTANT: do not identify which of the principles you used, because your classmate will have to guess. After you've written your pitch, then consider whether you ethically used the six principles to persuade her (remember, we want persuasion and not manipulation). Scenario and Targeted Audience for Funding Pitch: Applying the persuasive strategies we discussed, write a funding pitch for a non-profit project requesting a $100,000 donation from the potential donor listed below. Your purpose is two-fold: (1) come up with an original, marketable, and innovative project that is easily understood by the donor, and, most importantly, (2) persuade your donor to give you funding and that your cause is truly worthy of her support. Length: Your pitch should be 250 - 500 words and should be written as a script you'd be presenting to the potential donor. Donor Profile:Name: Mrs. Annette GonzalezMarital Status: married, 3 childrenProfession: retired business owner and luxury realtor (real estate)Husband: retired owner of sunglass businessBusinesses: import/export of Chinese manufactured small parts for factoriesFamily Info: husband is being treated for leukemiaChildren: Daniela (18, Business major, attends GMU); Emma (24, medical school, attends UPenn); Frank (26, attorney)Place of Residence: La Gorce Island, Miami Beach & other investment propertiesInterests: diverse populations, global causes, technology, education, business, high achieving studentsHobbies: traveling, writing, attending art fairs and film festivals, entertaining at home, and dining outPART 2You should be writing responses as if you were asking for a salary increase and your boss just told you no, based on the provided excuses mentioned below. "Unfortunately, we can't afford to pay more in this economy.""We have a standard process for determining who makes what, and this is the number we came up with (for you)."Additional (and sadly very real) excuse given the current situation: "Considering the global health crisis that's going on, we can't pay you more. In fact, consider yourself lucky to have a job."